Identification and Prioritizing of Success Indicators in Business Negotiation with the Russians

Document Type : Sterategic Management

Authors

1 Assistant Professor, Management department, University of Mazandaran, Babolsar, Iran

2 Assistant professor, Management department, university of Mazandaran, Babolsar, Iran

3 MA student of Management, University of Mazandaran, Babolsar, Iran

Abstract

Identification and implementation of success indicators are essential in every international business negotiation. The purpose of the current study was to explore and prioritize the success factors in a business negotiation with the Russian businessmen according to the view of Iranian businessmen. The research was conducted in two phases. In the first phase, it has implied the qualitative research to discover the factors that lead to success in business negotiations with the Russians. In the second phase which was quantitative research in order to prioritize the success indicators, we have used the multi-criteria linear Best-Worst Method (BWM) as well as experts’ comments in this field. The results have illustrated that in the pre-negotiation phase, it is essential to have an experienced and trusted translator, but within the negotiation phase and for drawing the contract, having a lawyer has more importance. In the post-negotiation phase, commitment to the obligations was the most important success factor. Research has shown that among all the forty success factors; commitment to obligations and talking about the Russian cultural heritage had the highest and lowest importance in the study respectively. Finally, some advice has been mentioned to the negotiators and researchers.

Keywords

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History

  • Receive Date: 22 July 2019
  • Revise Date: 26 November 2019
  • Accept Date: 08 December 2019

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